Estilo Brasileiro e Boliviano de Negociar: um Estudo na Fronteira Brasil/Bolívia

Abstract

In the current scenario, the practice of negotiation reflects the negotiator's inclination and propensity for specific behaviors and techniques, often shaped by their culture and personal experience. Given the significant cultural diversity in a globalized world, it is crucial to understand the nuances of negotiation and prepare adequately for international negotiations. This research explores the negotiation styles employed by Brazilian and Bolivian negotiators living in the border region between Brazil and Bolivia, with a focus on cultural influences. The study aims to identify and compare the predominant negotiation styles employed by individuals from these two countries. Through a descriptive quantitative research approach, a questionnaire based on the Seven Cultural Dimensions created by Sobral, Carvalhal, and Almeida (2012) was used and administered to a sample of Brazilian and Bolivian negotiators. As a result, it was possible to identify cultural factors present in the negotiation model of each country. The questionnaire was administered to residents of the border cities of Corumbá, Ladário, Puerto Quijarro, and Puerto Suarez, totaling a sample of 92 participants, with 49 Brazilians and 43 Bolivians. The results indicate that the similarities between both groups include collaboration, temporal flexibility, argumentative style, and interpersonal trust, while the differences and points of contention between negotiators lie in the protocol of appearance and presentation, planning, the role of emotions, and the approach to guiding negotiations.